Bonus Round with Collin Mitchell
#104.5: Collin Mitchell, chief evangelist at Humantic AI, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
Click here for full show notes, transcript, and more!
#85: Listen as David Ledgerwood, Managing Partner at Add One Zero, discusses gathering sales intelligence from the front lines in sales development.
Don’t feel like listening? Read the Episode Cliff Notes instead below:
Gathering Sales Intelligence (0:22)
David’s firm tracks the close ratio as one of their critical KPIs because it saves time and it gets more money for the client, which gets more money for them.
They pay attention to metrics from the call and annotate every recording. Those recordings flag four different things: a need, a question, an objection, or a positive response.
They record everything into a database before compressing and normalizing that data. Then communicate with marketing at the top of the funnel and give that information.
Interestingly, it became less about sales intelligence than it became about customer discovery meetings.
David wants to inform and grow a business because he works with service companies, premium marketing companies, professional services, consultants, etc. They’re not SAS.
Being Front and Center (7:35)
If everybody wants to know something, it’s critical to put it out front and center.
Enroll prospects in an email sequence to help them get everything they should know before the call.
Send them emails over the next few days before the call, and feed them information framed in a way to help save time behind the scenes.
If they didn’t book a meeting, send them the booking sequence, and enroll them in the pre-call sequence.
Expanding The Four Buckets (11:19)
Know what they’re looking for and what they want in every call. If you do it right and ask the right questions, you’ll elicit information. Almost every call is very need-heavy on the front.
There’s a difference between “I need more leads” and “I need more prospects to talk to.”
We exist to understand why a prospect might like your product and then action.
It doesn’t matter if you call it marketing or sales; it’s the commercial revenue engine we need to build.
David’s Bio:
Prior to starting Add1Zero, Ledge led Sales and Services for Gun.io, during which time he sold and managed more than 100,000 hours of development and 10x revenues to a mid-7-figure run rate.
Ledge’s 20-year business career began in professional services at PwC where he carved out a weird niche as a Bash developer and checked the Fortune 500 box with UPS, JPMorganChase, and Aetna. If you’ve received a package or deposited a check, there’s a pretty decent chance some piece of code he wrote was somehow involved.
He moved to a major publishing company right about when Web 2.0 started to eat newspapers and periodicals for lunch, giving him a front-row seat to disruption and honing his taste for entrepreneurial pursuits while learning how Sales and Operations must gel for customer success.
In 2007 he walked out of his stable job and moved from New Jersey to Nashville to start a company, which he grew to a $500K run rate before crashing and burning in the Great Recession. Without taking a day off, he joined an EdTech firm and ran efforts to drive $2M to $20M growth. Then he took a COO role while side hustling to coach, mentor, and build his network of founders and execs.
Important Links:
#104.5: Collin Mitchell, chief evangelist at Humantic AI, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#104: 236 percent.
236 percent?
236 percent!
Yes, Collin Mitchell is serious. He wants to help you increase your positive outbound replies by 236% through personalization.
But he doesn’t mean traditional personalization by targeting a persona or an ICP. He doesn’t even mean combing a prospect’s LinkedIn profile to find out where they went to college or connecting based on a recent post.
Collin Mitchell and Humantic AI are taking personalization a step further by understanding a prospect’s personality type and using it to your advantage. Knowing someone’s personality type can improve your communication and pitch by helping you present information in a way your prospect is most likely to respond.
With insights into specifics such as which personality type prefers longer emails versus bulleted lists or how to increase your open rate with a perfect subject line, you can win over more prospects with tailored outreach.
EPISODE HIGHLIGHTS
01:07: Using personalization to increase your outbound sales replies
04:49: Tailoring your outreach based on how your prospect prefers to receive information
13:15: How is it possible to figure out a prospect’s personality type?
#103.5: JR Butler, founder and CEO of Shift Group, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#103: In this episode, JR Butler joins Outbound Sales Lift to discuss how companies can recruit top sales talent. He discusses factors like sales process, unique IP, and equity that can help incoming SDRs get excited about an opportunity.
However, JR explains that companies should consider taking their recruiting efforts a step further by targeting entry-level sales reps who are focused on getting better and want to grow in their role versus those who are solely focused on a paycheck.
Lastly, JR shares his tips for closing a deal and ensuring that the top sales talent will thrive at your company.
EPISODE HIGHLIGHTS
01:00: How companies can position themselves to recruit top sales talent
08:31: Discussion training and professional development in the hiring process
17:39: Positing your company well during the interview process
#102.5: Amelia Taylor, lead evangelist at Regie.ai, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#102: Amelia Taylor joins Outbound Sales Lift to describe the role of sales evangelist and why more companies should consider investing in the position. An evangelist is focused on networking, connecting directly with prospects to build strong, trusting relationships.
Amelia explains that evangelists typically use social media, making connections online then having one-on-one conversations with prospects. She believes that no matter what stage of growth a company is in, the sales evangelist role can help develop key relationships that drive sales.
EPISODE HIGHLIGHTS
The basics: Explaining the sales evangelist role
Digging deeper: How to incorporate a sales evangelist role in your company
Developing an evangelist: Doing it differently than “the way it’s always been done”
#101.5: Yurii Veremchuk, head of business growth at Woodpecker, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
#101: Imagine this — you start a cold call, mention your name and company, and instead of immediately remembering an important meeting they just can’t miss, your prospect says, “Hey, I know you.” Once you’re able to pick your jaw off the floor and start asking a few questions, you learn that your prospect has read a few of your posts on LinkedIn and maybe watched some of the sales videos you shared. What started as a cold call has quickly turned into a warm conversation.
And that’s the power of a personal brand.
Yurii Veremchuk joins Tyler Lindley to share tips and insights around how to build your personal brand and the importance of content in sales. He explains how social media can boost sales by elevating both individuals and the company profile. While it may seem daunting to get started, once you do, a personal brand can elevate your work in sales and may also enhance your understanding of yourself.
EPISODE HIGHLIGHTS
Building a personal brand in sales
Why a personal brand is also important for sales leaders
Challenges in getting started with building a personal brand
#100: Host Tyler Lindley celebrates his 100th podcast episode by considering the connections between podcasting and sales. He explains how recording, producing, and releasing 100 podcast episodes have actually improved his sales techniques.
Tyler focuses on three things — organization, interviewing, and consistency — and explores how he’s had to hone each skill to deliver engaging and relevant episodes while also exploring the relationship to his work in sales.
EPISODE HIGHLIGHTS
Organization
Interviewing
Consistency
#99.5: Kellen Casebeer, sales advisor for Sales Driven Agency, and founder of a paid sales community called The Speakeasy, joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.
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